Fri.May 26, 2023

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Price Conversation when Prospect Wants to Discuss Price Prematurely

Sales Readiness Group

In the sales world, pricing is crucial in determining whether or not a prospect will convert into a customer. However, discussing pricing prematurely with a prospect may not always be the best approach. Doing so can lead to a focus on cost rather than the value of the product or service. So, what should sales professionals do when faced with prospects who want to discuss price prematurely?

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What is an Outbound Call & How Do You Make Them Effectively?

Hubspot Sales

Your phone rings and you decide to pick this one up instead of letting it go to voicemail. You are greeted with a pitch from a pushy sales rep. Odds are, if you don’t want what they’re selling, you’ll hang up immediately. Even if you do, the pushiness is a turnoff and you might buy the product elsewhere or through a different sales rep. That’s why mastering an outbound call is so important.

Sales 97

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Software for Professional Services Companies: What’s in Your Tech Stack?


If your professional services company doesn’t yet have a tech stack, you definitely need one. A tech stack is a collection of business tools that work together to help you manage your company processes, and it helps companies work more efficiently. Of course, different types of businesses use different tech stacks. A professional services company tech stack should include certain tools, and you may not be aware of what those tools are.

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15 Real Estate Prospecting Tips for Reaching Your Market and Converting Customers

Hubspot Sales

In real estate, you have to understand that prospects aren't going to appear out of thin air. You have to meet them where they are, or put yourself out there to whoever will see and value your services. This is a concept known as real estate prospecting. Building meaningful relationships in real estate is vital to converting them into loyal customers.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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How to Manage a Sales Pipeline for a Professional Services Company


Every business has a sales pipeline. What’s a sales pipeline? In short, it’s the journey people take to become customers at your company. But while every business has a sales pipeline, not every business makes a point of tracking or managing it—something you should definitely do. Your professional services company can greatly benefit from working to track and streamline your pipeline.

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The Power of Resilience


The Merriam-Webster definition of resilience is "an ability to recover from or adjust easily to misfortune or change." It is one of my favorite words and the "skill" I value most in our employees. I value it over a specific degree or a specific university because it's not something our current school curriculums teach. Our job at Excelerate is to deliver meaningful and transformational value to our clients in a way that benefits our customer, thus benefiting their employees.

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5 Steps Every Organization Can Take to Beat the Transformation Odds (Part 2) 


The big idea associated with this blog series is improving your odds of making a transformation stick. In this post, you’ll jump back into the story of a large biotech company undergoing transformation the intelligent way – by leveraging the principles of organizational change management. Put another way, it means they attended, with clear intention, to “the people side of change.

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Software for Roofing Companies (What’s Your Tech Stack?)


A tech stack is a set of technological tools used by a business. Tech stacks can be optimized for a specific purpose—like marketing or customer service—but you can also create tech stacks that help you manage your business. Every business needs a tech stack of some kind, and your roofing company is no exception. You’ll need several different types of tools to drive results for your business.

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[Q&A] 3 Questions to Define What’s Different a Year from Now


Play Watch the video Q: What is the ‘fix, accomplish, and avoid’ approach, and how do I apply it? A: It’s a three-question approach to help your organization think about what will be different in a year as a result of a strategic planning process. Strategic planning can be overwhelming and intimidating. First-time strategy leaders and organizations often don’t know where to start.

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What are sales targets and how do you set and track them?


1. What is a sales target? 2. The benefits of setting a sales target 3. Things to consider before placing a sales goal 4. How to set realistic sales targets for your sales team? 5. Tips to effectively communicate sales targets to your team 6. How to track sales targets with the help of tools Apptivo Sales CRM? 7. Summary What is a sales target? A sales target is a specific goal or objective set by a company or individual to achieve a predetermined level of sales within a given time period.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Mastering Relationship Management – Building Strong Connections for Success


Mastering Relationship Management – Building Strong Connections for Success ← Back to blog With the right software you can enhance your networking capabilities, streamline communication, and optimize your relationship-building efforts for long-term success. In this blogpost, we’ll delve into the exciting realm of relationship mapping technologies and explore how they have the power to transform your approach to relationship management, so you can navigate the path to success with confidence and

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The True Costs of Implying in Leadership Communication (& How to address them)

Strategic Planning and Management Insights

Welcome to Leader's Digest! Every month, you will receive: A video from a Strategy Facilitator sharing the latest insights we have gained from assisting organizations in achieving alignment with a clear mission and effectively implementing their strategic plans. Three key lessons and insights from business leaders on core concepts that can assist you in addressing the problem at hand.

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May 26 – Customer Success Jobs


Role: Customer Success Manager Location: Nashville, TN, United States (Remote) Organization: Luma Health As a Customer Success Manager, you’ll function as the client’s first point of contact as they explore Luma Health’s solutions and offerings. providing tactics and best practises to increase their influence within the system. In order to help customers accept, use, and pick future products based on client strategic aims, you will offer them expert advise.